Lonely Old Ladies

[Mavrik]

How do you guys recommend I deal with lonely old ladies who view the meeting as a chance to talk at someone about every sorted gripe and family detail instead of allowing me to give a presentation? Do you guys get a lot of people who chronically fill these lead cards out as a means of forcing somebody to visit with them? Should I set the tone during the warm up with something like the following? "In most cases, I'm able to give a person the requested information in 20-30 minutes unless you decide to take me off topic."

On several occasions over the past few weeks I've found myself stuck in a house for hours feeling like I was interrupting a wind bag ever time I tried to get a presentation back on track. The lady who did it to me yesterday raised her tone of voice so much she was actually yelling at me. I started packing up twice after stories about distant relatives and couldn't get away because she felt like a buyer. She ultimately bought $110 of premium but with my recent track record I'll be surprised if she keeps it. After ignoring a ringing cell phone her daughter showed up unannounced to see if something was wrong so I ended up reselling the policy to the DIL.

On one hand, I'm hoping the additional time spent talking to the DIL will cement some trust while on the other, I have a feeling the DIL is a Ramseyite and was only cordial to my face.

I've had a bunch of these time wasters lately - probably because I'm really struggling to get a constant lead flow and am over selling on too few appointments. Nearly every one of them blew the PHI by divulging information they "forgot" to mention to me even after I prepped them to understand the phone interviewer was going to ask the exact same medical questions. Then, like clock work, they all seem to be trying to cancel the policy. Sons or daughters who listen to Dave Ramsey tell them they are wasting money. I saved one from last week when she called to cancel after her daughter told her it was a waste of money. Now another called this morning to tell me she received an acceptance letter in the mail and doesn't want any money taken out on the 3rd unless she learns more about the policy we spent 4 hours discussing on two different occasions.

Hopefully this is just another bump in the road and I can outsell it with a regular flow of leads and activity.

 

[Rearden]

Welcome to Final Expense -- everyone deals with the windbags (lol) every once in a while.

I had one that finally told me she had $3000 in coverage; too bad it was after 75 minutes of her non-stop story telling and I was already, literally, backing up the car to leave.

 

[nfl72]

sometimes it pays to hold their hand and some times it doesn't.

 

[PaperHanger]

I get these folks sometimes...i try to integrate some fact finding and tie downs while they ramble on....Ie if they're going to be a rambler, try to figure out if they're a buyer

Other than that, I put on my doctor lawyer hat and abruptly say 'ok, about your funeral coverage, let's go ahead and get this taken care of before we get further down that road about whatever...' or something like that...try to do a couple of smooth transitions first of course, but after that, be abrupt...they're used to getting that from people they know

 

[Mavrik]

I get these folks sometimes...i try to integrate some fact finding and tie downs while they ramble on....Ie if they're going to be a rambler, try to figure out if they're a buyer Other than that, I put on my doctor lawyer hat and abruptly say 'ok, about your funeral coverage, let's go ahead and get this taken care of before we get further down that road about whatever...' or something like that...try to do a couple of smooth transitions first of course, but after that, be abrupt...they're used to getting that from people they know

Thanks. I remember getting fairly direct and more consultative at some point during each of the successful meetings and things definitely got back on track when I asserted some control. I didn't remember doing it until you mentioned they are probably used to being treated that way by friends and family.

 

[indiana260]

How do you guys recommend I deal with lonely old ladies who view the meeting as a chance to talk at someone about every sorted gripe and family detail instead of allowing me to give a presentation? Do you guys get a lot of people who chronically fill these lead cards out as a means of forcing somebody to visit with them? Should I set the tone during the warm up with something like the following? "In most cases, I'm able to give a person the requested information in 20-30 minutes unless you decide to take me off topic."

On several occasions over the past few weeks I've found myself stuck in a house for hours feeling like I was interrupting a wind bag ever time I tried to get a presentation back on track. The lady who did it to me yesterday raised her tone of voice so much she was actually yelling at me. I started packing up twice after stories about distant relatives and couldn't get away because she felt like a buyer. She ultimately bought $110 of premium but with my recent track record I'll be surprised if she keeps it. After ignoring a ringing cell phone her daughter showed up unannounced to see if something was wrong so I ended up reselling the policy to the DIL.

On one hand, I'm hoping the additional time spent talking to the DIL will cement some trust while on the other, I have a feeling the DIL is a Ramseyite and was only cordial to my face.

I've had a bunch of these time wasters lately - probably because I'm really struggling to get a constant lead flow and am over selling on too few appointments. Nearly every one of them blew the PHI by divulging information they "forgot" to mention to me even after I prepped them to understand the phone interviewer was going to ask the exact same medical questions. Then, like clock work, they all seem to be trying to cancel the policy. Sons or daughters who listen to Dave Ramsey tell them they are wasting money. I saved one from last week when she called to cancel after her daughter told her it was a waste of money. Now another called this morning to tell me she received an acceptance letter in the mail and doesn't want any money taken out on the 3rd unless she learns more about the policy we spent 4 hours discussing on two different occasions.

Hopefully this is just another bump in the road and I can outsell it with a regular flow of leads and activity.

Text someone to call you in a few minutes. Them when they call play like you will be there to pick them up in half an hour. That gives you time to get everything done and not be rude. After all they wouldn't want you to forget your kid at school or soccer or whatever.

Last summer I say on a porch for nearly 3 1/2 hours. I texts my wife a few times that I didn't think the guy realizes I am texting and not listening. Then he tries some think about it Crap and I went into breast mode. No way was I letting him off the hook.
Finally I get him set on a $87/ month Aetna. Explain the phone interview is only YES our no. Get him in the phone and he starts down the same path with the interviewer. She tried getting through it(on speaker phone do I could hear) got frustrated and actually hung up on the guy. I called right back and got someone else to restart it. Guy got the message.
Also ended up writing his wife $60 policy.
Both are still on the books 15 months later.

 

[sellingdog]

Put an ap on your phone called "Fake Call" there are several for free.

You can set the timer and take the call. Mrs Smith, I need to service an existing client in 30 minutes.....

 

[Jerard]

I have a better idea. After the sale is done, or you have determined that none exists, ask to use the restroom. Come out ten minutes later and say you've had an "accident" and need to run home saying, "Sorry about the mess, ma'am"*.



*Best used if no sale was made.

 

[bboman23]

If you firmly believe she is not going to keep it, why did you write 110? Could have wrote her 40 to test her and go back in 6 months to increase it if she keeps paying it.

 

[Agentguy5]

When they do that nonsense, I cut em off... and cut em off again... and don't allow them to control the conversation... they usually accept that and don't take it as rude!